Optimize business models and sales processes in B2B

The B2B sales is about to change greatly. Today grown customer relationships guarantee success but tomorrow new customer demands can endanger already existing business models. What does that mean for sales? Which competences does B2B sales require in the future? How do chances of the digitization apply to the own sales model? And what does customer orientation, CRM and Sales Excellence mean in the market field of today? Many case studies show what successful B2B sales means at our strategy summit in Berlin.

Agenda

REGISTRATION

08:15 - 09:00

OPENING

09:00 - 09:15

Prof. Dr. Johannes Habel Associate Professor and Co-Director of the Hidden Champions Institute (HCI)
Tobias Kablau Head of Sales
Sebastian Krzonkalla Director Event Production

BEST PRACTICE CASE STUDY: Digital Sales Transformation

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Prof. Dr. Johannes Habel Associate Professor and Co-Director of the Hidden Champions Institute (HCI)

BEST PRACTICE CASE STUDY: B2B Sales Digitization Vertrieb

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Arel Güven Manager Global Digitalization

BEST PRACTICE CASE STUDY: Heidelberg Digital Unit – From product offering to digital ecosystem

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Tom Oelsner VP Sales Excellence

BEST PRACTICE CASE STUDY: Digitization & E-Business in Medium-Sized Businesses

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Martin Hepp Managing Director HUBERT® Europe

PANEL DISCUSSION: Chances and Risks of Digitization in B2B Sales

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Arel Güven Manager Global Digitalization
Tom Oelsner VP Sales Excellence
Martin Hepp Managing Director HUBERT® Europe

LUNCH

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NETWORKING - Meeting With Peers and Experts

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WORKSHOP: Chances & Risks in Digitalizing Sales

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Armin Kehl Solution Sales Manager

BEST PRACTICE CASE STUDY: Efficient Key Account Management

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N.N.

BEST PRACTICE CASE STUDY: Key Account Analytics – Know more than your Customer

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Bernd Lorenz Head of Sales Analytics

BEST PRACTICE CASE STUDY: Global Key Owner Management: Extending Classic Global Key Account Management

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Jörg Willmann Global Head of KOM/KPM

NETWORKING DINNER

Historic Spreespeicher

19:00 - 22:00

BEST PRACTICE CASE STUDY: Standardised Sales and CRM Processes for Succesful New Customer Management

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Michael Becker Head of International Sales Processes

BEST PRACTICE CASE STUDY: Customer Relationship Management (CRM): A Mosaic of Opportunities for Sales Productivity Increase

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Gerardus Jong Head of Global Sales Excellence

BEST PRACTICE CASE STUDY: Consolidating Three Independent Sales Teams via CRM

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Tobias Kablau Head of Sales

PANEL DISCUSSION: Sales Excellence and Digitization

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Michael Becker Head of International Sales Processes
Tobias Kablau Head of Sales
Gerardus Jong Head of Global Sales Excellence

NETWORKING - Meeting With Peers and Experts

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LUNCH

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NETWORKING - Meeting With Peers and Experts

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BEST PRACTICE CASE STUDY: Leadership & Change Management

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Kerstin Drinnenberg Head of Sales & Marketing

BEST PRACTICE CASE STUDY: Human Centered Approach– Leadership at Dachser

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Alessandro Cacciola Head of Global Sales

WRAP UP

17:00 -

Evening Event

Spreespeicher Berlin

Stralauer Allee 2, 10245 Berlin, Deutschland

The historic Spreespeicher, located at Berliner Osthafen, not far from MTV, Universal Music, the Mercedes-Benz-Arena and the East-Side-Gallery, captivates its guests with a stunning view of the Oberbaum Bridge. The unique architecture of this heritage-protected former granary looks back at over 100 years of history, giving the building its individual face.

Location

Titanic Chaussee Hotel

Chausseestraße 30, 10115 Berlin, Deutschland

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